Description

As a Leader in an organisation, you sometimes find yourself in charge of a sales team full of both professionals and novices? Then your greatest worries will be to perform and also get the whole team performing as well. Most of the time you are not even sure where to start, how to motivate everyone to sell, or how to set challenging but attainable sales targets. The next line of thought for you then is how do you train and increase the skills of your team? How do you get their respect?

Fresh Start Consultancy has designed this 5day seminar for Managers and Sales Executives to have the opportunity to listen to and share experience with management experts who will provide you with the sales management skills and techniques to get your team performing.

The aim of this seminar is not just to come and listen but to acquire practicable skills that can be transferred to your individual organisation. This seminar has been designed for Sales Managers and Executives who desire quality techniques and skills to generate a better sales performance of their team. BENEFITS Some of the topics to be considered and discussed at the seminar include the following;

Venue

Additional Information

Agenda

Day 1

Introduction & Objectives

Qualities of an Effective Sales Manager

Here we look at the difference between sales management and sales leadership, what aren the key responsibilities of a sales manager? What makes an outstanding sales manager from the average? What should you be doing? What shouldn't you be doing? How do you spend your time at the moment and what you should be spending it on!

Tea Break

Exploring Your Sales Managerial Style & Potential

Take a managerial assessment to find out what your preferred sales management style is and what it means to you and your sales team back in the workplace.

Lunch

Sales Coaching & Feedback Skills: We will discuss how to coach and give feedback to your team members to help their personal and professional development. We will discuss different models of coaching and how to give positive and constructive feedback to apply to the situation. i.e. formal coaching sessions, on the job coaching, reviews etc

Tea Break

Communication & Influencing Skills

Learn how to be a master communicator and how to get your point across in a clear, concise and positive manner with your sales teams. Learn the importance of non-verbal communication and how to influence others to see your point of view so that you sell your idea effectively!

Close

Day 2

Recap and the day ahead

Managing Sales Performance

Learn how to set sales goals, objectives and put development plans together with your staff. Learn how to review sales performance and how to manage under-performers. Learn how to deal with difficult people in an effective manner. Learn how to keep high sales achievers.

Tea Break

How To Run Highly Effective Sales Meetings

This key session will provide you with the ideas and the structure to make your sales meetings focused and productive. You’ll be provided with ideas, recommendations for the structure of each meeting, how to keep them on track, how to analyse the figures and ways to brainstorm new approaches.

Lunch

Building High Performance Sales Teams

Building highly effective and performing sales teams is an essential objective in your role. Learn how to gel all of the members in your sales team to work together and to exceed all targets that are asked of you.

Tea Break

Motivation Skills & Understanding Others

Learn what makes people tick and what gets them out of bed in a morning and how to use this to your advantage. Learn how to elicit your sales team's motivations, values and beliefs and how to tailor your communications with them to motivate them to do an outstanding job in all that they do.

Close

Day 3

Recap and the day ahead

Time Management & Delegation Skills

Managing your time and juggling workloads is a difficult task. Learn how to prioritise your work and know how to manage conflicting priorities. Gain an appreciation of the difference between "importance" and "priority" and how to effectively delegate your work.

Tea Break

Understanding Your Own Managerial & Learning Styles

To succeed as a manager, it is essential that you understand yourself and others. We will be taking some assessments and tests and get feedback on your own style and what it means to you and everyone in your team.

Lunch

How to Run Meetings

Learn how to chair team meetings so that you use the time available to maximum effect. Learn how to plan, structure and deliver meetings. Learn how to get action from the discussions and how to deal with team members who are either waffling on or are contributing to the detriment of the meetings objectives.

Tea Break

How to Run Effective Appraisals

Learn how to formally review someone's performance based upon objective and subjective performance measurements. Learn how to prepare fully and how to manage staff that do not agree with your assessment of them!

Close

Day 4

Recap and the day ahead

Change Management

Your team will no doubt go through many changes within your company whether they be product development, IT enhancements or ways of working. Learn techniques and strategies to ensure that the change is accepted within your team and how to manage it's impact effectively.

Tea Break

How to analyse problems and make better decisions

Problem solving and decision making can be learned just like any other type of skill. The ability to recognise problems, gather data, develop alternatives and chose a solution is a critical part of a manager’s responsibilities. This session will examine the theory and techniques relating to the decision making process. Techniques and methodologies for assisting individuals in problem solving and decision making will be covered.